Account Executive (Federal Defense CEW)

The Account Executive (Federal Defense CEW) at Axon plays a crucial role in developing and executing go-to-market strategies focused on federal defense clients. Responsibilities include identifying and qualifying opportunities, leading customer requirements analysis, and presenting end-to-end solutions tailored to the needs of organizations like the Department of Defense. Additionally, this role involves engaging with customers, executing bids and proposals, and leveraging knowledge of federal market regulations to ensure successful outcomes.

To qualify for the Account Executive (Federal Defense CEW) position at Axon, candidates should possess a bachelor’s degree or equivalent experience, along with 2-5 years in federal solutions sales focusing on opportunity capture management. Candidates should have a proven track record of building relationships with senior executives in federal segments and should be comfortable discussing technology requirements in detail. Additionally, understanding federal government acquisition regulations is essential.

Success as an Account Executive (Federal Defense CEW) at Axon hinges on a combination of technical knowledge and interpersonal skills. The ability to effectively communicate with both technical and non-technical individuals is vital. Candidates should also excel at managing multiple projects, developing creative solutions for complex challenges, and providing accurate long-range forecasts of revenue. Furthermore, experience with federal cloud regulations like FedRAMP can be a beneficial asset in this role.

The Account Executive (Federal Defense CEW) role at Axon includes approximately 50% travel. This travel is essential for building and maintaining strong relationships with key federal clients such as the Army, Air Force, and various law enforcement agencies. This travel may involve attending conferences, conducting presentations, and engaging directly with customers to understand their needs and present tailored solutions.

In the role of Account Executive (Federal Defense CEW) at Axon, you will have access to various tools and resources to aid in your sales efforts. One key tool is Salesforce, which will help you manage customer relationships and track sales opportunities. Additionally, you'll utilize Axon's ecosystem of products and cloud software to present comprehensive solutions to federal customers, aiding their missions while also driving sales performance.

In answering this question, focus on specific experiences you've had in federal sales, particularly with opportunity capture management and proposal development. Discuss your familiarity with the federal procurement process and any previous roles that required you to develop relationships with key decision-makers within government agencies.

When addressing this question, elaborate on your methods for establishing trust and rapport with decision-makers. Share examples from past experiences where you successfully deepened relationships through regular communication, understanding their challenges, and providing tailored solutions that aligned with their goals.

Outline specific strategies you have used in your previous roles to research and target potential opportunities within the DoD. Discuss your techniques for market analysis, stakeholder mapping, and leading discovery meetings to uncover customer needs and align them with appropriate Axon solutions.

Discuss a specific example of a bid or proposal, emphasizing the collaborative effort taken to ensure all stakeholders were aligned. Mention important elements like thorough understanding of requirements, clear articulation of value, and strong presentation techniques. Highlight the result and learnings from that experience.

A strong response to this question would include your methods for staying informed, such as attending industry conferences, subscribing to relevant publications, and networking with other professionals in the field. Mention any platforms or tools you use for market intelligence and how you apply this knowledge to your sales efforts.

In your response, provide examples of challenges such as lengthy procurement processes, budget constraints, or competitive pricing pressures. Discuss the specific strategies you employed to address these challenges, such as tailoring your sales approach or enhancing communication with procurement teams.

Discuss your collaboration with various internal teams, like marketing or product management, to strengthen your sales approach. Provide examples of how you've successfully utilized internal expertise to tailor solutions that meet federal clients’ needs or enhance marketing messaging.

In answering this question, describe a methodical approach to objection handling. This might include active listening, empathizing with the client's concerns, and then providing clear, concise responses that reinforce the value of your solution and address their hesitations.

Discuss the tools and methodologies you employ to forecast sales, like CRM systems, market analysis, and historical data. Highlight the importance of maintaining flexibility in your forecasts to adjust for unforeseen changes in the market to ensure accurate projections.

Share your personal connection to Axon's mission and how it informs your approach to selling. Emphasize the importance of aligning your sales strategies with the broader objectives of ensuring safety and justice, which can strengthen your motivation and approach in engaging federal customers.